Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly.
-None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands, which they would like to achieve, otherwise known as their ________ points.
A) focal
B) distribution
C) resistance
D) tolerance
E) target

Question

Quizplus · Accepted Answer

With distributive bargaining, each party has a target point that defines what he or she would like to achieve. Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.

Labor and Management at Leo Trucking Cannot Seem to Agree